No doubt you’ve heard the old axiom, “You never get a second chance to make a first impression.” And it’s tough to fix a bad first impression, especially in a world where some clients are predisposed to not trusting financial advisors. That’s a high hurdle to overcome when first meeting potential clients who may be looking for any reason to walk away.
You’ve probably also heard that the human brain processes information about a person’s face and mannerisms within a matter of seconds, leading to a quick conclusion about their abilities. The hurdle just got higher.
It doesn’t matter how old you are or how long you’ve been in the business. Potential clients instinctively weigh and measure you, not by your expertise, capabilities, or knowledge, but by how much they think they like you. They’re looking for someone they can trust, and most people can’t trust someone they don’t like.